Garry Ray On Creating A Million Dollar OA System
Garry Ray is one of the most influential and transparent sellers in the Amazon Seller space. He is co-leader of the 400-member Amazon Seller Tribe OA/RA Facebook Group. Find out just what makes him stand out from the pack as we learn about how he created a million-dollar OA system! All coming up in this episode of the Amazon Seller Podcast.
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His name is Garry Ray, a very close friend of mine. Over the last year, there have been two people that have had major impacts on my life. One I interviewed about two weeks ago. His name is Wesley Pak. The second one, I have the great pleasure to interview today and that’s Garry Ray. I visited Garry’s house in August was blown away by the operation that he has set up right outside his house. It’s like in his backyard. He has a tremendous area where he has actually full containers delivered into his garage. And then he has another warehouse that’s built behind his garage. And then he has an area, an office that’s air-conditioned that has a bathroom where he has employees that prep products for him. He has really a mini prep center right there in his house.
Take a look at his setup in this video! And those of you that are listening to this, if you do any type of RA or OA or even Private Label, you know that the Holy Grail is to be able to have a prep center like right where you live. And so I had just a wonderful time visiting him and his wife there. Again I was blown away and I’m so excited Garry, to be able to, you know, really unveil you. I know that you’ve been in the group for a while, but unveil you and let other people see what I’ve been able to experience over the past year. So thanks for taking the time out of your day to join us today.
Well, thank you very much. And I was blushing and hoping you could get through that cause I was all, you know how it is, nobody likes to have to sit and listen to somebody speak, but thank you. You’re very kind. Very nice. You should tell everybody you beat me in three games of Connect Four while we were setting up around the fireplace outside.
Andy: That’s right. So if you’ve been following this series at all, if you’re listening on the podcast or if you’re watching it live, you know, the series is 100 Real Sellers over the next 50 weeks. So you’re going to see some realness today that you have not seen in the previous interviews. And that you probably won’t see in the next of 95 interviews that I do. Garry is the only seller I know who actually in a group that we’re part of about 300 members. He unleashes and reveals his inventory lab account. And so what I’m going to do when this interview’s over, we actually have a video that Garry just made a few days ago and I’m going to release that video here in the public group. And you’re going to see something again, a vulnerability that nobody that I know of and the Amazon space shows.
And so we’re going to get to that in the second half of this interview of how he has created this tremendous online arbitrage system. And he basically treats it like a stock portfolio. And that’s what I want to meet and make the meat of this interview about Garry. Cause again, this is something I’ve never seen before and I think it’s if folks follow your plan that they can have the same amount of success that you’re having. So we’re going to get to that in the second half of the interview. Garry, let’s just get into the shell right now. Tell us about how you got started on Amazon and, and what you were doing and, and, and continue to do and, and your other profession.
Thanks, Andy. Oh, I own an insurance agency. It’s a small agency now compared to what it was. And I’ve been in the insurance business for 38 years, so almost four decades. I’ve always made my living as a self-employed person hasn’t drawn up an actual paycheck from a corporation over maybe a couple of months since I turned 18 years old. I’m 57 now. We got into this Andy because we were empty nesters. We, my wife and I have five children, 11 grandchildren now, but we’ve been in the Amazon space about four and a half years, going on five years. And I have seen a Facebook ad one night with a YouTube link to a friend of ours. You remember Zach and Gabe and that’s where the video went. And again, that was almost five years ago.
And I always jokingly, Andy, my wife loves to shop and I always said, if I could ever find a job, we could make money shopping be rich. Well, sh so I found this and I started watching these videos and she came in from shopping one night and I said, sweetheart, I have, she was bored stiff. I said I have the perfect career for you. We started watching these videos and she was like, Oh my gosh. Well, this really work? Will this really work? And we had no previous E retail experience. Mine’s an insurance business. Hers was an administrative assistant. And so we got our seller account, we joined a group, we paid some money, we got coaching like thousands of dollars to join his coaching group. Actually, I love to say this, you know what I’m going to say, Gaye Lisby was my first coach and that was over four years ago, four and a half years ago. She was my very first coach and we paid a lot of money to have coaching and training and it worked great. And now we’ve sold several million dollars worth through arbitrage and now we do private label as well.
Oh, that, that’s, that’s phenomenal. And you know, you’re actually the second person that we’ve interviewed during this a hundred real sellers series who have said they started by seeing a YouTube video, you know, or seeing a post on social media. And that’s how they get it. And that’s great to hear because you and I, Garry both often, we want to try to share our success and I know that you are posting often to try to get that information out there that this opportunity exists. So let’s talk before we get into your phenomenal OA system that you’re working. Let’s talk a little bit about your experience with private label and how you’ve found products and you’re building a brand when you source at your trip at Yiwu, and if you’re okay with sharing], cause I loved hearing your story about your Yiwu experience when, when you and your wife went there.
You know, I love telling it too, because I think it kind of dumbs me down, Andy. Because one thing, I don’t know, you’re, you’re really big on this. I love the picture, by the way Liran took the other day where he was leaning up against the McLaren, I believe it was, and he said, yep, steel, not a guru. The one thing that we all like to be here is we all act to be real and let everybody know we ain’t gurus so don’t be following us as though we’re some kind of savior or something cause trust me, we ain’t. But what happened was I wanted to go to China and I had took your private label course and I wanted to go to China, but I have traveled some in the world, you know, Europe and different places.
But I wanted to go to China to source. I had this idea of going to China once or twice a year, finding products, buying it and selling it. But we’re doing this arbitrage over here the whole time. We’re doing $60,000-$70,000 a month arbitrage. So I decided to, there was a group popped up. They were going to a Yiwu, China. I didn’t know anybody in this group. So paid my money, signed up wife and I got our, already had our passports, we got our, of our shots and all this stuff, you know, make sure we get everything right.
So we head to Yiwu, China, but what I wanted to accomplish was different than most people. I wanted to learn how the elevators work, the street crossing signs, worked, the food worked. I wanted to get down all of the functionality of China because I knew, you know, I had been to all over Europe and Alaska and Mexico and all that kind of stuff. And then to Africa, but I knew China would be different. So when I’ve got to China, and of course you heard me, I sent you a message. You actually, while I was over there, I was blown away how nice China is.
The people were fantastic. They treated us like royalty almost. The streets were clean, everything was nice. The food was good and I love to eat. I’m a big guy. I didn’t want to go somewhere and starve to death for two weeks. So we went over there and went to the Yiwu marketplace. You know, I was blown away. That thing is what, like the Superdome times 2. It’s just humongous. And boom, our private label got launched and we’ve got seven products that are base hits, good steady income and that’s what that container that I posted that video of the day. I don’t have a home run in a bunch and by a home run, I’m talking something that you sell out of before you can get a container back again. Ours are just basic. It’s just a steady income, what I call a good house payment income. You know, if you want to put it that way.
Tell us a little bit because I know that like I was fascinated with the folks that you went with. So you are with some like million dollar sellers. One of the guys on the trip was a Shopify seller and his name is John. I won’t tell his last name. He won an award with Shopify as the largest seller in the world. One particular year. He got to ring the bell at the NASDAQ when Shopify stock went out and he spent something like $2 million in advertising the previous year.
Garry: Yeah, we were, there were some huge sellers. Huge. I was, we were one of the smallest ones there. And everybody was just so nice. We had meetings every, you know like you do, we had meetings every night meetings every morning. And but, but some of these people, Andy and they go to China once or twice a year as though we all go to Walmart to arbitrage. They go to China to walk and find product that they then can sell. And that’s why they were there. They were there doing that. And I was like, wow, this is cool. So it’s, it’s neat. Yiwu China will blow your mind how big that marketplace is. It’s, it’s incredible.
So let’s just share it a little bit, you know, of your sourcing model and if you don’t get into specifics, but when, when you went to Yiwu and it is just huge, like you did something creative that I haven’t seen anyone do before with your brand. And I don’t know if you want to get into specifics of how you, like you, you know, got like five or six pieces right from various places and put them all together. What was your thought process?
Yeah, It’s a was actually, there’s no intelligence to anything I do. It’s, it’s a, it’s, I saw these things and I just had this idea of this certain bundle what I wanted to create with my own brand on it. And of course we had already filed for that whole brand thing. But you know how long that takes. That takes a long time to get that done. So I’ll try to get our brand printed on everything. But the best part that come out of going to a Yiwu Andy, of course you and Liran and all of you that’s, you know, really successful to PO space know what this is like. We met a sourcing agent over there who worked with us every day. She was with us all day and she now sources for me and I’ve turned her on to several other people who I knew would not abuse her because a lot of people reason I don’t tell her to everybody. Some people don’t know how to use a sourcing agent. A lot of these sorts of agents don’t make much money and compared to me and you, Andy, they can live poor lives.
You’d want to introduce her to somebody that would just wear her out with a million questions and then I’ll place an order with her. I place orders with her and then when I get my order, she gets a bonus every time she gets a tip. But the best thing that came out of the Yiwu trip, honestly, was meeting her. It really was. Then we, while we were in China, networking with people, you know, that of your caliber. We had some people to turn us on to some VA’s in the Philippines for design work. I needed some design work. So I was able to hire these Filipino VA’s with college graduates and I had no exposure. Andy, again, I’m new to this, I’m really an amateur and I signed them up and they did my design work and then we ran it through PickFu, ran everything we created through PickFu, PickFu where you hire and you know how this works. Actually I learned this through your people but, but you use a PickFu and you decide do you want it tested with 50 people, 75 a hundred whatever. And you pay a fee when a females, you want it, males, whatever. And they voted on the different things that the VA’s created these images. Nice. So then I was able to dial it in as to what? Which one? I would take the number one seller on Amazon and compare it to my design and inlet, PickFu, put it in front of people and let people vote on it. Okay. And then as they voted on it, my wife and I then determined, okay, this is the one we’d want to go with. So we would never launch one until it was really either almost dead, even tied with the number one seller or beat the number one seller as far as PickFus votes.
Awesome. I just want to go back to what you just said about sourcing agents because I think a lot of people get confused about this and I experienced the same thing. So I have a source of things I’ve been working with for five going on six years and I was recommending her to other folks and basically she would spend eight to 10 hours sourcing for them and they were just kind of tire kickers. And so, you know, I did similar to what you do now, you know, I told her, I said, Cynthia, from now on, people have to give you a $500 nonrefundable retainer.
Hey, I like that.
If they want to use you because I know her, I know the work that she does. You know, she’s not a slacker and I, and then that also, you know, you, you vet out or weed out right potential scholars that are serious as opposed to the ones that are.
You know, Andy, our sourcing agent, when some of our stuff is being done, she literally goes in the factory when the machine is creating it and literally Facebook lives me and I get to watch a live build and make some of our products. I mean, that’s how good she is at this. And that came from the trip to Yiwu, I would have never found that if I’d just been sitting home trying to click through Alibaba or whatever. And you know, it was only going there was I able to unlock that. But you know, I’ve been around business for years just like you and Liran and Nathan and others. And so this is nothing new. I applied the same kind of principles to my other business and that is you got to get out, you got to meet people. I met you, if you remember the first I was your student in your course, but we physically had never spoke. And I met you standing in a coffee line at ASD in Vegas. There you stood, you know, six foot nine of you nine, but anyway, there you stood. And I walked over and elbowed you say, Hey brother. And we started chatting and you know, started talking, but you gotta get out like that in order. You know, Liran, I think he’s going away to an event now and you got to get out and meet people to learn and learn from them and you, let me tell you something else too. And you’re good at this by the way, but a lot of people aren’t. So I’ll just throw this out there. Free of charge for everybody won’t cost them a thing. And that is to learn how to be stupid. Okay. When you get it. Yeah. When you get around smart people who shut up, just listen, okay. When I was in that room in Yiwu, my wife and I were sitting there and we were just like, “huh, yeah, really”. We wasn’t offering nothing. And in toward the end of it, people found out, you know, that, you know, we, we make a six figure income selling arbitrage. And they were like, “wow, how do you do that?” So then we’re telling them how we do it. But when I went in there, I went in like I was the dumbest guy in the room. So when you get out and you’d get around people that truly know what they’re talking about, just kinda hush and listen and you’ll serve yourself well to do that.
Yes. So if you’re listening on the podcast, if you’re just joining us during this live interview here and the Facebook group, we’re talking to Garry Ray, a phenomenal million dollar seller, one of the interviews of the hundred real seller series we’re doing over the next 50 weeks. And I just want you to make sure if you have a pen and paper, you want to write that down because what he just shared was pure gold. And it when, when you’re sourcing products overseas, if you have a good partner connection sourcing agent that you’re working with, they are worth their wait in gold. Nate and I often talk about this, we’re fortunate to work with a few people that can really do all the major heavy lifting. And it just saves you so much time, so much — as well as they understand so much more than we do. And so that’s super encouraging that you were able to meet her during your trip in Yiwu, and she’s a jewel and she’s now expecting her first child. I mean, we’re friends just like your friends with yours. I see pictures of your and the spouse and children and so on. She’s expecting her first child. I’ve told her that I’m wanting to come back and you know when that is and that she’s all excited about seeing us again, but I didn’t tip her. She gets paid well and because she just does a ton of stuff that we don’t have to do and I’m glad.
Awesome. So if you’re just listening again, Yiwu market’s a great place if you want to watch private label products, private label brands, a phenomenal place to source and make connections. So I want to segue now from your PL business. I know is doing phenomenal. I was there. I saw your products, I just saw the container that you were unloading there at your house if you’re just joining us. So Garry has a tremendous operation set up right at his house. He can actually have full 40-foot containers unloaded into his warehouse. It’s in his backyard. And I want to segue into something that I’ve never seen before in the Amazon seller space. And I’m going to just step back now because I want you to share with the folks that are listening on the podcast as well as the folks that are watching live about your tremendous online arbitrage system that you have. So if you’re listening, you know that every Q4 I’ll go heavy into online arbitrage. I’ll spend over a hundred thousand dollars just purchasing products from big box stores because there’s so much profit there. Garry has a system that he works all year that is tremendous. And I’m going to drop a video here in the Facebook group. If you’re listening on a podcast, you want to join the Amazing Freedom Facebook group. So you can see this video that he just released two days ago and he goes into his inventory lab account, which nobody in our Amazon seller space is that vulnerable. And he shows you and he teaches you what a system is. So Garry, share with us about how you came up with what I think is a one of a kind online arbitrage system.
Thank you. I’ll be glad to. And by the way, any of you that want to join? Andy, I’m sure he’ll mention it later on. We have a, another Facebook group, which is dedicated arbitrage and it’s a and I’ll let him, he’ll post that later on. But Gaye Lisby and I, we have another group where everything arbitrage is discussed over in that group. Amazon Seller Tribe. You can look it up and it’s a paid group. We don’t do it for free because we really want to keep only positive, strong people in there. And we find if people pay a little money to be in it they’re better quality people. We don’t get a lot of the riff raff.
I’ll tell you what, some of these groups out here, Andy, I don’t like them. They’re rough. They’re mean, I like to be around nice, calm, polite people that’s gentle, you know, like you and be in a good space. So here’s what we do. We started RA and we sold $117,000 our first hundred days. Okay. We never had sold anything and that was every bit RA. That was my wife, mainly her doing a Walmart and Kohl’s. And then I would do Walmart or stuff when I had time. But again, I had the insurance agency.
So the problem I had was she would go out arbitraging and I would be stuck in my office and I would have some downtime. Andy and I didn’t like that downtime. And I’m thinking, well enough, I kind of semiretired board, not you know, I’d done the whole golf thing, I’d done the whole fishing thing and I just don’t like it. Outraged a poor boy, to be honest with you. And I don’t have a college education. I’m a very common. So I, you know, I’ve always made good money. I’ve made a six figure income for three decades. So I never had a problem with making money on commission, but I just didn’t like the boredom that come would not having anything to do. I don’t like that.
So one day Andy, out of the blue, this thing pops up where somebody is selling a list, you pay $10, buy one list for one day with six leads on it. So I clicked on this through Gum road and I bought it and I bought the list. And that was the first day. Now it’s been three and a half years now that I’ve been buying away. Okay. And I’ve, what I do was, and this was even before I started working with Gaye, I would buy lists. Some of the lists you pay a monthly fee for one of them I pay annual. Some of them you buy daily. But I buy these lists. These lists are emailed to me where these VAs, they go through and they, they get out all the rip rap. They do all the research. I tried Andy, I tried tactical arbitrage and it worked, but I didn’t like it because it’s too slow and it takes too much time. I don’t have much time. So I decided, you know, let me explain this. Nickel work in dollar work. Okay.
To be successful in any business. I don’t care what the business is, you get to learn the difference between nickel work and dollar work. Okay. I was raised in a family of nickel workers. All my parents, my dad, my brother, my sister, aunts, uncles, we were always the nickel workers and we worked for the people who were the dollar workers. And when I learned that in my early twenties, I was actually embarrassed, It hurt me to realize that that’s why all my people were always on the lower end of middle class is where the nickel workers. Okay. So I always try to farm out nickel work and I tried to function and do dollar work. So when I would go out arbitrage, retail arbitrage, Andy, if I went to a particular store and I spent 30 minutes or an hour and didn’t find much, that’s nickel work, I didn’t like that. If I’d go there and have a big haul, then I felt like it was dollar work. Okay.
Going to a Walmart or something and come out bought $2,000 worth of stuff. You go to make $600 net, that’s dollar work. 600 bucks in an hour or two. Okay. Do the same thing, don’t buy nothing, nickel work. I don’t like that. So I bought list and I started buying online and when I started buying online, I then started tracking my buys because I focus on activity. I don’t focus so much on results. If you focus on activity results take care of itself and as long as it’s the right kind of activity. So I started comparing my buying to my wife’s buying and she would have big hauls, small hauls, big hauls, small hauls. On the contrary to that, I never had huge and I never had small, I could order 1500 to 2000 every day, day in and day out through online arbitrage.
Okay, well I hired somebody to do our prepping and shipping a $10 an hour. So we went from 30,000 a month sales to $60,000 a month sales instantly when I hired somebody, $10 an hour, okay? Now all it took to make $10 an hour in sales to pay for that was only $4,000 more per week. That’s all I had to sell in order to make that person’s wages. So real quickly, I come up to within, cause this person is only working 12 or 15 hours a week to shipping out all of our stuff. So four to $5,000 a week of sales would pay that. Or we went from 30 to 60. I mean we’ve doubled our sales. So real quickly I avoided the nickel work and I just focused on dollar work in this business dollar work is buying, dollar work is sourcing and the PO space dollar work is designing. That’s all sourcing. That’s all buying. Okay. So what we had done is this has progressed on, I’ll try to make this short.
Andy: No, don’t, don’t make it short! Keep going. I’m writing, I’m taking notes.
Garry: I don’t, I don’t want to bore anybody. It’s really ultra simple. It’s not sexy. It just, but it mainly works just smooth as silk. We now have OA buyers, we have three OA buyers. Two of them are full time. One of them is part-time, the two full-time ones, one’s a retired school teacher, one’s a retired federal government worker and the other one works three days a week of the evenings and she’s retired from the bank. All of them get paid a percentage of what they buy. And if you take our, and I’m not going to disclose it all here Andy, cause it’s kind of proprietary.
Take our coaching and training on, I’ll spell the whole thing out how we do it all. But the bottom line is we now have OA buyers that buy, we now have prep and shippers that prep and ship and we sell a just a little over a dollars a year of just OA, not our RA, not our private label, just our OA. And now I have RA buyers. I have one in Las Vegas and I have one in St. Louis that also RA buy. But our OA sells a million a year, just, just a little over a million a year. And we don’t order it, we don’t touch it. Somebody else orders it for us, somebody else ships it for us. And we do all of that off of a list. That’s it in a nutshell.
That’s awesome. So if you’re just joining us, this is Garry Ray, phenomenal. Amazon Seller Podcast is a part of the 100 real sellers over the next 50 weeks. He shared with us early on how he’s been able to, he’s creating a great brand and private label. He’s able to source at Yiwu. We just talked about how important it is to have a partner or a sourcing agent that can help walk you through some of the difficult landmines of dealing with Chinese manufacturers. We just talked about dollar work versus nickel work. That to me is a great, great analogy that more so, especially the ones that are starting out and maybe they’re starting to hit, you know, 150, $200,000 a year in sales. Or if you look at that monthly, maybe it’s at that 15,000, $20,000 mark, just like you said, in order to increase that, they’ve got to be able to outsource that. So talk to us a little more about when you saw like, Oh, you know, my goodness, because here’s the thing with online arbitrage and this is what a lot of people struggle with. This is what I struggled with coz I, I try to, I wasn’t able to get the system because I didn’t, you know, I moved more to private label, but I, you, you’ve created a system where you treat it basically like a stock portfolio. Explain that to us.
Yeah. And you know, Andy, the advantage now that we have, that you didn’t have back when you were attempting it years ago is we have some tools in the space now which, which kind of make this idiot-proof to where when you open an Amazon page, these windows open and you get to immediately look at all this data. Well, you don’t have to go, you don’t have to be brilliant. You just simply have to be organized and structured. So we had these lists and see I’ve had as many as 21 lists and I think right now we have a 16 list. We actually have more lists than we can buy. The girls just run out of time, but so I’m wasting a little bit of money on the list, but still, it’s, it’s good to have it nevertheless,
The stock portfolio thing, here’s how I do this. Like a lot of you out there, I’m sure if you’re anywhere close to my age range, you’ve probably tried day trading or things of this nature where years ago I did it for my level. I did it pretty heavy. Did futures trading currencies, training metals, agricultural products, stocks, and I really got great at losing money? So, so what I’ve done was as I was going through, tried to learn all this stuff and get all the charts down and do all this, I really come to understand something. Okay. And what I come to understand was I read a book and unlocked it just was powerful. And what I learned in this book was this, there are basically two types of people in business, fear-based and greed-based. Okay. And I understood, the reason I had trouble as a day trader in working in futures was I’m greed-based and agreed based person makes decisions a certain way. Okay.
And one of the things greed-based people do is they tend to hold onto their losses too long and their losses become mega. Okay. And Warren buffet will tell you it’s your losses that will wipe you out. You can never make more money than your losses can take away. So you’ve got to control the downside. So what we do in arbitrage is we have like a mutual fund approach. We stay very shallow and very wide. We are 2,500 to 4,500 SKUs wide all the time, anywhere from two to six pieces deep on each SKU. So we create a mutual fund. If somebody gave you $50,000 today and said go invest this and you go out here and interview most investment counselors out here, most of them would tell you your best investment is either into EFTs, like those are by far or mutual funds, either one. And when you get into the ETFs, I’m going to say when you get into ETFs or you get into mutual funds, they are protecting your downside by diversifying the risk. You’re being all the way across the board. 0.6% in this doc. 0.9% in that one, 1.2 in this one and that makes your portfolio safe.
So what we’ve done with arbitrage is the same thing. We price everything as though it’s a commodity. We treat it as though it’s corn or pork or pork bellies. And if some things are going to drive the prices up and some things are going to drive the prices down a lot over other factors, we do not know how many, how many others want to raise our hand that we bought a product and then Amazon comes in a listing tank. Surprise. Yeah. Yeah. These are things you don’t know. Well if you’re super deep on that item, you can really be tucked to the cleaners.
So, but see I did that same thing though in the stock market world. I lost more money over there than some people make. So I learned. So when we came to the Amazon space, that’s the one thing I told my wife. I want to implement trading strategies into arbitrage shallow and wide mutual fund approach. Be aggressive with your pricing and watch it. Treat it as though it’s a commodity. And do not have a greed-based mentality and hang on to a little loser and let it become a big loser. And that’s what took me out of trading stocks and futures is I would let my little losers turn into big losers and you know, I’m not, I’m making myself sound stupid, but it’s the truth. That’s exactly what happened.
So I’ve learned greed-based, fear-based and fear-based person. For example, if you’re driving down the road, Andy, and there’s a traffic light and a traffic light turns from green to yellow. Instantly, if that’s me accelerate just like that, I’ll hit the gas every time. Okay? A fear-based person will tap the brake, that’s done. Fear-Based people will hit the brake. Okay, if you’re following my wife, bless her sweetheart and she’s a hundred feet and that thing turns yellow, you better be hitting your brake cause I promise you she’s hitting hers, she’s gonna stop. Me, I’m accelerating hitting the other lane passing. So that’s the difference. So fear-based greed base is important and I understood my weaknesses. I’m greed-based. And so I had to, I have to watch that an Amazon Andy and not let that cause me to lose a lot of money.
It’s one of the reasons I don’t go deep. I have like a gambler’s mentality. I don’t gamble, but I have like a gambler’s mentality about me and I know that about me. I’m very true to myself, I’m not Superman. So I treat this as though it is a portfolio and it works and if you watch it before we came on here folks, Andy and I tried to go on live and figure out how I could do a screen share here and show you all and we couldn’t get it worked out. But if you watch the video, he’s going to post a, which thank you, by the way, Andy, for posting that and he’s going to post a video in that. I will show you my inventory lab account and I want you to see how I went through six months, 11,000 sales, we’ll call them. In the stock world, they call them trades. I had 11,200 and some sales the last six months of only, OA, not RA, not private label only OA 11,000 sales in six months. Only 120 of them are for a loss. So it’s 1% so 99% of the products we sell are for a profit of only 1% for a loss.
That’s phenomenal. So if you just join us, this is Garry Ray and we were talking about the online arbitrage system that he is really created himself. It is proprietary. I’ve never seen it before, and it’s amazing in the group that he and Gaye run together and they’ve had two different coaching sessions and I’ve never seen the number of success stories that have come out of their coaching sessions. And I’ll actually post some, some of those testimonies here it is mind-blowing some folks that are, are reaching the million-dollar seller level because of the information that they’ve learned in this coaching. Not only that, but there are some sellers in there who were 100% there is one that just posted about a week ago. He was 100% RA, that’s retail arbitrage where you buy big box stores. He sells, I believe, between 4 and $5 million a year. He’s been doing, he’s been in the game for a long time, probably like 15 years. Right. He’s, he’s been a reseller, a hundred percent RA. He sat in Garry’s session at our conference that we had in Branson, Missouri and from 100% RA for the last 15 years, he just made a post in the group. We’re now 30% of his business is online arbitrage. Guys, this is a $5 million-seller, a hundred percent RA for 15 years and now he is pivoting because of what Garry shared and 30% now of his business is online arbitrage. There is money to be made right with you have the right system.
Yeah, it is. And you said it right there. The last words you said system, you gotta have a system to what you do and creating a system. That’s what I’ve done. Insurance business. So that’s what I’ve done here. But I got to say this as you were talking there, I was feeling a little bit like, so let me say this if you don’t mind. First off, I want to thank the Lord for all that he’s ever given me or allowed me to experience or have and I want him to know and everybody listening out there don’t nobody be thinking, I think I’m something.
I’m a common boy from a poor part of a county. I drove Andy through where I was raised ain’t nothing about my family. We’re just average common people. So when I’m explaining this stuff to you, don’t be thinking, I think I’m something I don’t. I have been able to make what I think is good income, there ain’t nothing special about me, Andy. And this system is simple. It just simply involves being able to turn music on, learn how to screen products, learn to stay shallow and wide and price accordingly and control your expenses. Don’t lose a lot of money. Don’t go massively deep on stuff if you don’t have the capital and it does work, it really does work.
So let’s just talk about, We’ll just get into some of the nuts and bolts again for folks that are listening. There’s a lot of people that listen to our podcasts are made me private label minded, but everyone is money-minded, right? And so if you want to make money, and that’s what we’re sharing, we’re sharing another revenue stream another way, right to, to make a dollar. And the way that it works is you talked about nickel work and dollar work earlier. And so these lists that you have that are coming into your email box every day, these are finds that VA’s, right and are using the software as well to come in on these big box stores and to find those price differences, you know, as an Amazon seller where the margin is, correct?
Correct. And I want to jump in and say this now, it’s to each their own, right? Everybody paddles their own boat in life. So I’m just going to tell you how I do it. And you can sit back and scoff at it and say, well, I don’t want to do it that way. I don’t like to learn things the hard way. I don’t like to put a lot of time into learning. So I pay for shortcuts and I paid to get right to the meat and let me learn stuff. Andy. There are people that will not pay you or I or others that will not pay us because they don’t want us to make money off them.
See, I’m not like that. Now I’m gonna show you how much I’m not like that. I paid you twice for your private label course. Full price twice because the first time I took it I didn’t put enough time into it. So the second time it came up and you and I never met buddy. I signed right up, gave my credit card number, but that time I got it down. That time I learned the Jungle Scout. I learned to go through the stuff, settled down, figure this stuff out, and I got it down.
So I want to encourage people and there’s only a certain segment of the population, Andy, that’s going to believe me. Some people are so cynical, it’s like they’d been raised on a pickle and weaned on a lemon. They would demand a bacteria can on the milk of human kindness. I don’t care what you tell them they don’t believe it. Okay. And I’m not like that. I’m kinda like a natural optimist. Now I’ve got to say this, I’m also, and you know my story privately as we’ve talked, I’m also somebody who’s battled depression all my life, okay? I’ve always felt like I wasn’t enough molested as a child by a relative, not by my parents. And I don’t know what, just been a little messed up in me all my life.
So truly I always feel like I’m not enough. I’m not good enough. I don’t fit in. I’m either too fat, too bald, too short, too, whatever. So I battle these feelings of inferiority all the time. When we get off this session today and I start, I gotta leave here and drive eight hours to Branson. I promise you, Andy, you’re laughing cause you know what I’m going to say. You’re the same way? I’m going to be thinking, man, I did awful. I did stupid that said this wrong. I said that wrong and I’m just like that all the time. So what I’m wanting to tell, any of you out there who are really cynical, who are really negative, who are really cynics, who really try to catch aha, caught that loophole right there. He messed up right there. I caught it. People like that. You ain’t never going to be successful at nothing.
The people I’ve been around who are very, very like the Dean of Case Western Reserve University, Richard Osborne, he was a man who put me under his wing back in the early 80s. Now learned a lot from him. He was probably the first really high-level mega person I ever met in life. Zig Ziglar had a chance to be in Zig Ziglar’s home twice when I met these people like this, I found out high caliber people are really nice people and they’re naturally very optimistic. They’re just naturally positive. You know, you’d get around, you get around Nate, okay, your nephew, you get around Nathan. I had Nathan here to my home. I had 73 people to come here to our house and we entertain them all day long and let them all network together. They were part of our coaching group and I had Nathan to come here. When you get around Nathan, you find out real quick. He’s naturally optimistic, happy, smart as a tack. And most people you get around who are like that will become successful.
So the reason folks, I showed my inventory lab and the other video is to try to help kill, so to speak, the negativism that some people have about “Uhuh Yeah. What’s the catch, huh? Yeah”. I gotta be honest with you. My dad was like that. My dad was, it was a wonderful father, tremendous Christian man. But my dad was very cynical. He just believed there was a catch or there was an edge to everything. And I just never seen it prosper. So I just chose not to, not to be that way.
And I want all of you out there, whether you’re trying to be successful, private label, Amazon Mary Kay, Avon, home interior, whatever. You’re going to have to adopt that mentality of I can hit the shot, give me the ball, I can do it. Just give me the ball. If you got to have that or you won’t succeed. And Andy, that’s what you’ve done. You and Steven Peterson getting the warehouse and all that you’ve done, you’ve got to have that mentality of give me the ball, I can hit the shot or you’ll never succeed at anything.
For me. You know, what you’re talking about is mindset. And that’s what’s been so mind-blowing to me and watching you and both of your coaching sessions that you know, for some folks in, and I’ll just give a sports analogy. When I used to play basketball, if I played with a friend of mine, his name was David bacon, he was like Michael Jordan, right when you played on his team, he elevated the plate of everybody. It was like you were walking on water when he made the game so easy, you know, for himself as well as other people. And I think that’s what I’ve been able to see watching you as you’ve coached. And as you shared, your system is you’re elevating, not only yourself are you elevating up, but you’re elevating everybody else in that group. And a lot of it has to do with the exact what you just talked about. Mindset. Yeah.
And it does. And I’ve heard you talk about that a lot too, about the mindset and you see, you know isn’t, it’s sad though. I know we’re getting off-topic here, but didn’t. It’s sad when we spend time talking with people and you go, bless their heart. By the way, down South when we say bless your heart, and that’s not necessarily a compliment. But you talk to them a little bit, you’d go, bless their heart, run right smack into a brick wall here because they don’t trust nobody. They just think everybody’s out to get them. They think the man has got them under Iliad instead of realizing we live in America. I recently read that there’s more wealth in America now than there’s ever been in world history in any country.
Folks, if you can’t be successful in America now, you would’ve never made it in the old days. That’s for sure. I would encourage people to have a pure mind, have a pure heart trust, stay away from snake oil salesman and stay around people like Andy and Liran, Nate, Gaye, me people that will just tell you like it is. Even if it stinks, we’re going to tell you and love people like that and have a good pure mind like that and when you do, you’ll succeed. You’ll make money. There’s a lot of money to be made here, Andy. There’s a lot, there’s a lot of money to be made here and not just in one area. It doesn’t have to be private label any you and I know people do wholesale, they don’t do private label or arbitrage.
You know what, I’m interviewing a seller this Thursday actually and he is a multimillion-dollar a hundred percent wholesaler.
See. That’s why there are a dozen ways to do this, but what Andy had me to come on to talk about was the OA part of it and we do a way through the list because I didn’t like the slow process of tactical arbitrage, so it’s easier to hire VA’s to do that and just create the list or buy list buying lists as far easier cause even with if you have the age doing it, you have to manage them and so on. I don’t want to manage nobody no more. I’m just me. The finds, I’ll have people order stuff and it’s just that simple, works that simple.
Awesome. So if you’re just joining us or if you’re listening, this is Garry Ray. He runs a partner group that we have a Garry and Gaye’s Arbitrage, Amazon seller tribe. That’s what you want to search for on Facebook. If you’re interested in that group. I’m telling you folks, it is the most engaged Amazon Seller Facebook group in our space. I don’t say that lightly. I’m in and many, many Facebook groups. There is no Facebook group that is more engaged and has more success stories every single day. Someone else’s posting and leveling up about how their business is growing because of the synergy and the information that Garry and Gaye shares in that group.
So if that interests you, if you’re listening on the podcast and you’re like, man, I would like to start another revenue stream. If you’re doing private label already, you need to check that out. It is a phenomenal Facebook group, tremendous amount of learning and growth happening in that group. And I highly encourage you to look at it. I believe there’s a free seven-day trial that you can go do to check that out. And then Garry and Gaye also have coaching, I believe they may have one coming up. It’s called Tribe 3. But their first two coaching sessions were the most phenomenal coaching groups that I have seen. Again, not only just in the Amazon seller space, but in any type of industry or niche that I’ve been in, and it’s all because of the way that Garry and Gaye run it.
Thank you. I like it too. I think it’s a terrific group and you’re the one that, that helped Gaye get it all going. So brother at the comp, I know you hate to be complimented. That truly the compliment goes to you. You’re the one that got it all started and then Gaye took off with it and then she asked me to come in and help her and I have. I, I love working with it. It really is a great group. But one thing that you and I, and Gaye I’ll talk about it is we want only good, clean, pure, positive people. That’s what we want. We’re not here to make money off people as much as we’re here to all of us prosper together. We make money. You make money, everybody prospers. That’s what we want. Nothing hidden about that and that’s, that’s really the way it should be.
And you know, I, I did the same thing with Liran. You know, Liran’s not somebody I know personally, but here, Andy, I was managing my PPC. I want to give this plugin for my buddy here in New York. I was managing my PPC, doing lousy at it. Okay. So I found out Liran has this PPC program where you pay him a fee and he manages it. And I’m like, shut up and take my money. Don’t want to manage PPC cause I’m not good at it. So he started managing it. And that’s the same thing that we’re encouraged people doing arbitrage or anything else. Learn these shortcuts of how to, how successful people rise, how the cream rises to the top. And a lot of it is you learn to farm out the nickel work and focus on the dollar work.
You know, Glenn Martindale commented Glen was in our tribe too. And he’s my buddy and he posted it here. Understanding fear versus greed. Based from the coaching that we had made a huge impact on his business. Now Glen’s roughly Andy and my age range. He’s not a young guy. I’ve been around business for years. But learning the fear versus greed thing. And we’ve got a whole session in there that we teach about fear versus greed. So, it will help you, it will help them.
Awesome. So if you’re, again, if you’re just joining us, I highly encourage you, go back and watch this entire interview. This is Garry Ray. I spent, had the pleasure of spending two days with him at his beautiful home in August. He just put a video here in the Facebook group. If you’re listening on the podcast, I encourage you to join and you’ll see he gets 40-foot containers actually delivered to his house and he shows us his awesome setup, which for any Amazon seller it would be a dream setup. Garry, I’m going to let you have the last words on this and I believe you brought a book that you might want to share or encouraged people to check out.
I do. And I’ve got four points I want to close with. And actually the book, I’ll make it the fourth one.
1. So the first thing I want to tell people to do is do just what you’re doing today, by watching this video, but get out and associate and meet people.
No man is an island to himself. You need to meet no woman’s an island to their self. You need to meet people and build friendships. And as you build friendships with people, I beseech you, give you four decades worth of business experience here. Learn how to be loyal to your friends. Learn how to be loyal to people, to take you to the dance. Learn how to be nice. Learn how to be caring, to be generous. Give money away to charity, help people and be nice. Always be nice. Having a cutthroat mentality will get your throat cut. You play hardball with people, they’ll play hardball with you. If you learn how to do business on a handshake and a hug and be nice to people and their spouses and their children. Andy, the biggest, most successful people I work for, that’s how they are. They’re nice to my children and my wife and my grandchildren. They’re nice and some of them are worth my insurance business boss is worth several hundred million. They’re just really nice people and I encourage everybody. Point one meet people and be a nice person, don’t think you’ve gotta be cutthroat to get to the top business. You will in a business sense. You’ll get your throat cut that way. So be nice.
2. Fight discouragement
I want you to understand that depression, chemical or emotional. The depression that I battle with is emotional. It’s not chemical I’ve had it checked. That’s why I know, but depression and things that accompany that are emotions. Anger is an emotion. Hate is an emotion. Anger is an emotion. Greed is an emotion. Lust is an emotion. Emotions are dangerous. Emotions are like waves on the ocean and as beautiful as they may be, crashing in on the rocks, you get out in one of those waves and let it crash you in on the rocks. It will beat you all to pieces and kill you. So learn to not let your emotions dictate and control everything in your life. I’m preaching to myself here, not to you.
A couple of days ago, Thursday of last week, I was so down and out. I mean I was down and out. Now I could quit work and never work again. I don’t have to work at anything, but the reason I work is that it helps me to fight my depression. I don’t want to take medicine. I want to try to, and I’ve gone through all the medical stuff on this and I’ve learned and the doctor supports it 1000% do what you’re doing. When I,m done with this broadcast today, I’m getting in my pickup and I’m driving eight hours to Branson, Missouri to meet with Gaye tomorrow we’re working on some business plans and in driving eight hours back on Wednesday. This is what I do to battle my feelings of worthlessness.
Now, if you’re watching out here today and you’re going, I don’t ever have those feelings, great. I’ll get to point three and four here in a minute. But if you’re out here today and you’re going, Hey, that’s me, how’d you know I’m like, that would join the club, there are millions of us. It’s just like this. What you have to do though is fight against it. Don’t let it get you down. And the days that I feel like that, I still go to work. I still achieve, I still get at it. And in some days I fly high and I feel great, but I don’t ever know from one day, week, month or the next if I’m going to be on cloud nine or not, but I try never to let my performance slip no matter how I feel. I try to perform the same way no matter how I feel and most pro athletes will tell you the same thing. Not every time they walk on the court do they feel like a pro, but they still try to perform that way.
3. Success leaves clues and so does failure.
Recently I was having a coaching session with a huge seller, much bigger seller than I am, bigger than I’ll ever be because I don’t have the desire to get as big as they are. They’re bigger than the one you referenced a while ago. In my session talking with this person, private one on one session I told this person, what is your blind spot? What is the one area of your life that out of the blue that could come from way back here and hit you and wipe you out, cause you to not be successful? How many people do we all know that’s made 1 million, 10 million, 100 million lose it. We’ve seen musicians do this.
We’ve seen actors do this, we’ve seen people in business do this. You know, you go back and look at all the Bernie Madoffs and all of them in there made a bunch, lost it up and lost the reputation in the process. That’s because they had a blind spot. They had a weakness. Now, could be porn, it could be drugs, it could be alcohol abuse, it could be abuse that you’re administering to other people, children or spouses. You could have a blind spot somewhere and you do have another way. So do I, and I know what mine is, whatever your blind spot is, you better know it and you better put, just like you have rearview mirrors on your car or your truck or SUV. You have outside mirrors where you’re able to watch your blind spots. So that you don’t have a severe accident and it takes you out of the game and it takes you out of business. Okay?
You want to watch those blind spots. I’ve got blind spots and I tried my life to set mirrors up that I can just glance at, okay, when I’m going through life to make sure I’m okay and that I’m in the right lane and I’m not about to get blindsided here and took out of this business. So learn your blind spots, learn where your greatest weakness is so that you can protect yourself from it. And when you catch that, it’s a really great way to make sure you stay on the straight and narrow and you stay on the success route and you can build a great heritage like the Bible tells us to for our children’s children that you can do that.
But if you get hit in your blind spot, it can wipe you out and you wonder what’s that got to do with arbitrage that has to do with everything in your life, not just making money. Making money is trivial. And I know you want to make money out of too. Everybody does, but really it’s trivial. The main thing is to be highly successful with your spouse, your children, your family, your friends. You nail all that down and you’ll probably make a lot of money.
4. Get this book called “Ego is the Enemy,” okay? This book by Ryan Holiday.
Ryan wrote this book about himself, but then after like chapter one, he doesn’t talk about himself and he talks about world, highly successful world leaders throughout time who their ego destroyed them. But I’m not going to give away the real secret sauce to this book, but the bottom line is this ego Andy, for you and I, Liran, Gaye, all of us, any of us out there that’s succeeding, it is our greatest enemy. It’s ego.
Ego can keep you from learning. Ego can cause you to not like that person because of their skin color. Not like that person because of their gender, not like that person because even what sports team they like. I actually know a guy one time that quit being friends with someone, literally I’m serious because they were friends with they were huge U fo L University of Louisville fans. I’m from Kentucky. We’re big UK fans. So we had this huge rivalry. My gosh, I would never think somebody would go that far. But ego is the enemy. And I don’t want your big ego to cause you to ruin what you build and cause your wife or your husband to get fed up with you, your children get fed up with you or to cause you to not be able to learn.
I mean your ego could be, now I’m above arbitrage. Okay, fine, congratulations. And then you come back to me a month later. You go, yeah, but I’m broke, Garry. I need some money. How can I make some money? And I’ll say, well, you got a big ego that’s you problem. Your ego is so big, you won’t clean toilets to make money. Okay? And you may feel like arbitrage.
That’s what, see, I’m common, I’m blue-collar. I don’t care. I just want to make money. I just want to make money, travel, have a good life. And my ego’s not so big that I will arbitrage, you know, I will go scan. If I don’t have nothing to do, I will go because I want to take my money that I make, do good with it and charity and then do good with it with my 11 grandchildren. So I strongly encourage this book because as you go up the ladder of success, ego will become your greatest, greatest enemy and it can wipe you out. And our society is full of people who had inflated egos and it wiped them out. Get this book. Oh, I’m not giving you the secret sauce to it. You’ve got to get this book. It’s, it’s awesome. It’s powerful. Hope you do.
Great. And that’s folks, that’s why Garry is one of two of the most impactful persons of my life over the past year that you just heard it right there in those four points. So again, I highly encourage you to check out the video that he just dropped in our Facebook group. I’m going to be dropping a video that he made for our closed group that really goes into detail, greater detail where he shares his actually inventory lab account. And we’re doing this because we want to encourage you, like he just said, we want you to make money and there is money out there to be made, but you need a system. You need to understand how to do it and he shares that here in this video. Garry, thanks so much again for hanging out with us.
Hope we get another chance to visit you again. I tell everyone, Garry has my dream home when as I get older and my kids move out, I want to build a house just like Garry.
Come down and I’ll get you in a zero to sixty again. I’ll go out and I’ll make you grab the dashboard. Go “Holy cow”.
Oh yeah. So that’s Garry Ray. Folks. Garry, thanks again.